1. Working with an Association Management Company (AMC) Idoia Rodés Torróntegui Michele Sanvictores 11th ICCRM Seville, Spain 7-9 July 2005 www.iccaworld.com

2. 11th ICCRM, Seville, 2005 Agenda 1About Idoia Rodés & Michele Sanvictores 2What is an AMC? Types of AMCs, clients, meetings MCI’s AMC structure 3The conference activity within an AMC 4How does this relate to suppliers? 52 case studies 6Lessons learnt: from basics to understanding the supply chain 7Q & A

3. 11th ICCRM, Seville, 2005 About us: Idoia Rodés, CMM Spanish Belgium since 1996 UB: Masters in Economics 94-95: Meeting Planner (Madrid) (Medical Assoc.) 97-2000: Meeting Planner (Brussels) (Medical Assoc.) Since 2000 : MCI Focus Associations Meeting Management Managing 15 Staff in Conference Division (35 meetings annually)

4. 11th ICCRM, Seville, 2005 About us: Michele Sanvictores American Belgium since 2000 Education: Degrees in Finance and Marketing 1994-1999: Marketing & Communications in Corporate Sector 1999-2002: Marketing & Communications in Association Sector 2002-Present: Business Development & Special Projects in Association Sector With MCI since April 2003

5. 11th ICCRM, Seville, 2005 Agenda 1About Idoia Rodés & Michele Sanvictores 2What is an AMC? Types of AMCs, clients, meetings 3The conference activity within an AMC 4How does this relate to suppliers? 52 case studies 6Lessons learnt: from basics to understanding the supply chain 7Q & A

6. Definition of an Association: Two or more entities with a shared objective 11th ICCRM, Seville, 2005 Quick Overview of Basics Types of Associations: a) Leisure b) Cause-oriented c) Business d) Virtual

7. Trade Associations: Company Members, Represent Interest of an Industry 11th ICCRM, Seville, 2005 The “Business” Association Activities: a) Lobby b) Standards Setting c) Promotion d) Education

8. Professional Associations: Individual Members, Represent interest of people or profession 11th ICCRM, Seville, 2005 The “Business” Association Activities: a) Education b) Certification c) Networking Other Professional Groups: User Groups, Federations

9. 11th ICCRM, Seville, 2005 What is an AMC A firm of skilled professionals –Provides management expertise, cost-effective services and flexible solutions –Provides centralised office Several types of AMCs –Specialty focus (only healthcare, only technical) –Different management models –Administrative vs Strategic –Allocation of Resources/Dept Structures –MCI’s focus: strategy and added value

10. MCI Structure MD Talent Facilities IT Accounting Conference PCO Events Program Mgt. Exhibition Strategy Regist. & Housing Assn Mgmt Membership/ Certification Sales Executive Finance/ Systems Community Government Affairs Mktg.& Comm Design Mktg & PR Web/ e-solutions Content Print Prod.Comms

11. 11th ICCRM, Seville, 2005 AMC and/vs. PCO AMC goes beyond PCO characteristics: Long term perspective Integrate Conference in other Association activities Active involvement in Programme Development Finances through accounts of the clients Values: –Pro-activity (you are the client) –Transparency –Integrity „What is good for the Client is good for us“

12. 11th ICCRM, Seville, 2005 Merger of Large AMC and Large PCO Why: Access to more potential clients Enhanced internal systems Cross-fertilisation of resources Increased Buying Power Build long term relationships Proof of Success: Clients only looking for combined AMC/PCO solution Depth of resources New contracts signed

13. ISN: International Society of Nephrology 8000+ members 3 types of events Forefronts in Nephrology Bench-to-Bedside WCN AMC: MCI Brussels office PCO: MCI Geneva office 11th ICCRM, Seville, 2005 Client use of AMC and PCO services

14. ISN: International Society of Nephrology 11th ICCRM, Seville, 2005 How the AMC works for ISN AMC Executive Director Marcom Dir. Conf Dir. Bench to Bedside Forefronts World Congress (AMC) (AMC+ PCO)

15. 11th ICCRM, Seville, 2005 Sampling of Clients

16. 11th ICCRM, Seville, 2005 Agenda 1About Idoia Rodés & Michele Sanvictores 2What is an AMC? Types of AMCs, clients, meetings 3The conference activity within an AMC 4How does this relate to suppliers? 52 case studies 6Lessons learnt: from basics to understanding the supply chain 7Q & A

17. A team of 15 staff organising conferences (35/year) for our associations all over the world The conference activity within an AMC Who We Are

18. Programme Management Registration Management Conference Management (Logistics & Finances) Strategic Analysis Areas of Expertise The conference activity within an AMC

19. We understand conferences are a tool for associations to help them follow their vision and achieve their mission. Conferences are part of the association’s life cycle. Our Drive The conference activity within an AMC

20. Our Added Value –Cross-fertilisation –Strategic Advice –Long-Term Relationships –Buying Power –High Experience Working with Volunteers The conference activity within an AMC

21. 11th ICCRM, Seville, 2005 Agenda 1About Idoia Rodés & Michele Sanvictores 2What is an AMC? Types of AMCs, clients, meetings 3The conference activity within an AMC 4How does this relate to suppliers? 52 case studies 6Lessons learnt: from basics to understanding the supply chain 7Q & A

22. Model 1 11th ICCRM, Seville, 2005 How does this relate to suppliers? Associations Suppliers CVB, Hotels, Convention centres, PCOs, DMCs Suppliers CVB, Hotels, Convention centres, PCOs, DMCs Conferences & Congresses

23. Model 2 11th ICCRM, Seville, 2005 How does this relate to suppliers? AMC Suppliers CVB, Hotels, Convention centres, PCOs, DMCs Suppliers CVB, Hotels, Convention centres, PCOs, DMCs Conferences & Congresses

24. Differences between Model 1 & 2: Professional staff vs volunteers Efficiency: getting the right questions and answers Long-term view Multiplying leads 11th ICCRM, Seville, 2005 How does this relate to suppliers?

25. 11th ICCRM, Seville, 2005 Agenda 1About Idoia Rodés & Michele Sanvictores 2What is an AMC? Types of AMCs, clients, meetings 3The conference activity within an AMC 4How does this relate to suppliers? 52 case studies 6Lessons learnt: from basics to understanding the supply chain 7Q & A

26. 2 clients: ESCP and ASME MCI manages these 2 clients. Purpose of the exercise is for you to think what is the best approach to sell your destination/property. Each table will look at one case study. At the end of the exercise a spokesperson will summarise their discussion. Brief presentation on the 2 clients follows (copy on your table) 11th ICCRM, Seville, 2005 Case studies

27. About ESCP: European Society of Clinical Pharmacy 1000 members from all over Europe 2 events/year (Spring Conference and Annual Symposium in the fall) Goals of their conferences: educational, networking and internal business (GA) Past conferences specified on the sheet Meeting specs on the sheet 11th ICCRM, Seville, 2005 Case studies

28. About ASME: American Society of Mechanical Engineers 120,000 members worldwide 50 events/year; 15 in Europe Goals of their conferences: educational and networking Past conferences specified on the sheet Meeting specs on the sheet 11th ICCRM, Seville, 2005 Case studies

29. 11th ICCRM, Seville, 2005 Agenda 1About Idoia Rodés & Michele Sanvictores 2What is an AMC? Types of AMCs, clients, meetings 3The conference activity within an AMC 4How does this relate to suppliers? 52 case studies 6Lessons learnt: from basics to understanding the supply chain 7Q & A

30. It is all about common sense you will think…. 11th ICCRM, Seville, 2005 Lessons learnt …but reality shows it is not always the case. Demographics Accessibility Rotation Research Relationship building (pre, on-site, post)

31. Trends 1.Conferences = a key source of non-dues revenue 2.Sophistication of sponsorship model 3.Bid process is changing 4.Centralisation 5.Conferences are a strategic tool for associations 11th ICCRM, Seville, 2005 Lessons learnt

32. The ideal relationship 1.Know your prospect 2.Keep the momentum 3.Lobby locally (but follow the right procedure) 4.Focus on your strengths but acknowledge your weaknesses 5.Smart selling 11th ICCRM, Seville, 2005 Lessons learnt

33. 11th ICCRM, Seville, 2005 Typical Client Congresses Sector: Business Solutions Europe, Asia and Latin America (600+ pax) Sector: Transportation Worldwide (600-850) Sector: Healthcare Regional Congresses (1,500 pax) Worldwide Congresses (4,500 pax) Sector: Healthcare EMEA Congresses (2,500-3,000 pax)

34. 11th ICCRM, Seville, 2005 Q & A Idoia Rodés-Torrónteguiidoia.rodes@mci-group.com Michele Sanvictoresmichele.sanvictores@mci-group.com Thank you